...Communication and Personality in Negotiation Norbert Von Lotten Business/445 2/25/2013 Instructor: Chris Pahl To determine the importance of communication in the negotiating process is an understatement. More often than not, it means everything in reaching a positive outcome. So what is negotiation? Simply put, it is nothing more than a discussion between a group of people or two or more individuals to reach a pact that would satisfy all. The big question is “During the negotiation process, how is an effective dialogue reached?” Over the years I have participated in and witnessed several, sometimes high level negotiations where thousands of dollars were at stake, and from those experiences nothing seems more apparent to me than communicating well and establishing trust. In my world there is a rule: “An effective communication is directly proportional to an effective negotiation”. I have certainly found that to be a true statement. A clear path of communication can only intensify the overall negotiation process. However, the task of negotiating may sound like a simple task, but it does take some skill to be effective. Being overly opinionated or shouting one’s ideas is not a discussion or a negotiation. That is simply arguing. A discussion is basically exchanging one’s ideas, opinions and concerns between two parties. I personally look at negotiating and/or communicating as an art form that helps improve things like expanding one’s vocabulary, increasing...
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...Business Communication Trends Business Communications Trends University of Phoenix Melinda Wall Com/285 L. Purdie Business Communication Trends Business communication plays a major role in most of your activities that is done in your business or organization you are affiliated with. Communication is the key to success in any business or organization. A person that is a great communicator makes more money and gets plenty of attention from the superiors in the organization. Verbal also nonverbal communication are totally two different ways businesses use to communicate. Verbal requires lots of personal face to face communicating use words or speeches in an organization. Nonverbal communication does not use words at all nonverbal includes pictures, email, graphics etc. Every job you ever encounter in life is going to require communication either verbal or nonverbal. The world’s technology changes for the better daily to help more people communicate more. In the early 90’s the internet was invented and opened the door for all communication to be easier and faster. In the organization don’t ever assume you know everything do what is needed and communication is the key. Communication attracts two audiences the internal audience and the external audience. The internal audience is the audience you work with everyday people that are in the same organization as you. External audiences are mostly potential customers...
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...It would be ideal that all negotiations have a fair and satisfactory outcome, keeping the business relationship in a good faith standing, but unfortunately it is not so. I work for a pharmacy benefit managing company also known as (PBM). Although I do not work directly with contracting I do work close with the group that does manage the contract aspect of the business. And a few months ago they started preparing for a contract renewal with an existing client; a client of over six years. As the communication with the client evolved it seemed as the intentions of the client changed. They perceived as if the client wanted to make big changes, but were not prepared for what the future held. The negotiation process started with email exchange requesting from us certain usage data, drug expenses, average whole sale pricing (AWP), etc. Although this type of information is not uncommon to exchange; it was the way the communication was being handled from the client’s side. The communication was being handled at higher levels than it normally circulates and secretive...
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...Running head: COMMUNICATION AND PERSONALITY IN NEGOTIATION Communication and Personality in Negotiation Negotiation is the bargaining procedure that occurs between two or more parties seeking to determine a common ground and reach concurrence in settling a matter of mutual concern (Business Dictionary, 2009). This paper will explain a negotiation situation in which I portrayed a customer wanting to purchase a vehicle. The representation will provide a female consumer’s perspective in such negotiation proceedings. In addition, included will be an analysis of the roles of communication and personality in this type of negotiation as well as how each detracted from the negotiation process. A few years back, I was in an automobile accident in which a big-rig truck destroyed the side of my car. As a result, I was in the position of needing a new vehicle. I had good credit plus sufficient funds received for the subsequent accident. I researched the type of vehicle I wanted to purchase and concluded on the amount that I was willing to pay. I decided to procure a new or slightly used Lexus ES 300. All that was left to do was to search out the perfect ES 300 that fulfilled my established criteria, which included a reasonable price, low mileage, substantial warranty and standard features with extras like rims and a sunroof. I prepared in advance my negotiation techniques exercising appropriate communication skills to assist in completing the deal. The strategies included...
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...structural factors of the current environment. Although individual differs in personality and communication, the skills in negotiations is vital to achieve success. With this in mind, that the combination of communications skills and personality does have an effect in successful negotiation situation whether in integrative, or distributive, or alternative shape. Negotiation is defined according to different cultures. According to Yook and Albert in 1998, negotiations can differ greatly across cultures on what is negotiable and what occurs in negotiations (Yook & Albert, 1998). According to Foster in his 1992, Bargaining across borders: How to negotiate business successfully, “Americans tend to view negotiating as a competitive process of offers and counteroffers, while the Japanese tend to view the negotiation as an opportunity for information sharing” (Foster, 1992, p. 272). These differences in definition also reflect on how each individual culture behave and convey messages in the negotiating table. The behavior of the person will have an impact in the perception of his or her personality that also has measurable effect in communicating his or her ideas and information in negotiating table. Communication according to American Heritage Dictionary is the exchange of thoughts, messages, or information as by speech, signals, writing, or behavior (Business Dictionary, 2009). In communication, the use of words effectively is a two-way process of reaching an agreement in...
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...Communication and Personality in Negotiations Communication and Personality in Negotiations Negotiating is a physical contact sport. To be successful essentially one has to be skilled at convincing others to pay attention to one’s cause, deliberate the cause, and determine if the cause is worthy of his or her assistance. The negotiater does not need to make a judgment call; they need only to decide if they will allow one to move forward toward the negotiator goal. It is inevitable that whenever two or more parties make contact with each other undoubtly there will be some form of conflict. Deciding the different interests is a matter of ascertaining a commonality of benefit. Managers are proficient at forging such repositioning of individual appeal. People do the same when solving a problem. One convinces the other to contemplate alternatives in the anticipation of reaching a joint agreement. The purpose of negotiating is to enthuse or compel the other individual to concede to one’s terms. Persuading others is a necessary tool in negotiations. People are inspired by numerous emotions such as fear, a longing to be accepted, admiration for the other person, or materialism and greed. Negotiations happen every day and in various businesses, and in many official capacities such as the Government Administration, union workers, managers, leaders, police officers, individuals, and every person that needs or wants to sway another is a negotiation. This paper will provide...
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...Communication and Personality in Negotiation Monica T. Salazar University of Phoenix Organizational Negotiation MGT/445 Dr. Amber Bass March 16, 2014 Communication and Personality in Negotiation In the following paragraphs communication and personalities in negotiation will be presented as to its importance and possible distractions. Good outcomes in negotiations all depend on the right personalities in conjunction with good communication. Describe a negotiation situation that you have participated (e.g., sale, or purchase of a house, car salary, etc.). The most recent negotiation situation took place for me when I purchased my 2004, Pontiac, Bonneville in 2010. This was a big purchase for me at the time, but financially I was able to do it and keep up with payments and insurance. We had a rental car from our insurance, so we did not have much time to shop for a replacement vehicle. We had up to 60 days, or when our other vehicle that was stolen was found. We settled on replacement of the vehicle, and the hunt began. Negotiations with sales people, especially car sales people, is not always pleasant. They are both too eager, and pushy or too nice, and really do not have the heart to do this kind of work. Getting the in between kind of sales person is hard to find. After being to probably about 8 dealers in several days, I refused to go shopping anymore. It was pointless, and we were having to jump through hoops. The whole idea...
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...Communications and Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has been witnessed recently, analyze how communication and personality played their roles during the negotiation, and what helped to contribute or detract during the negotiation. Negotiations are best defined as the bargaining process between two or more parties who are seeking to find a common ground to either reach an agreement or settle a matter of mutual concern or resolve a conflict (businessdictionary.com). The ultimate result of any negotiation is to get a win-win situation. The win-win situation occurs when all parties in the negotiation benefit through cooperation. During this process, the other key concepts of the negotiation are used as well. These concepts include managing interdependence, mutually adjusting to each other, creating value, and managing conflicts. Although these concepts are essential to any negotiation, communication and personality roles within the negotiation rise to the forefront as these are used to analyze different non-verbal...
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...Communication and Personality in Negotiation Kevin Mason MGT/445 Sept 1, 2012 Carlos Campos Communication and Personality in Negotiation At some point or another we as individuals will find ourselves in the middle of a negotiation. This Negotiation can be in the name of saving money, time, or in some cases people just do it to sharpen their skills. Regardless of the reason, the act of negotiation will be found to be necessary at some point in our life. It has been stated that the key to a successful negotiation is that of good communication and personality. A charming personality amongst many things is one of the keys to a successful negotiation. The following research will analyze a scenario in which one is trying to negotiate buying a new car. It will give real life examples of the 7 elements of negotiation in hopes of allowing both parties to come away from the deal happy with the results. In 2005 when stationed in Iwakuni Japan, Corporal Kevin Mason decided that upon his return to the United States he would like a vehicle there for him waiting. To make this possible Cpl Mason decided tht he would partake in an offer that was available to deployed troop overseas. Cpl Mason one day decided to stop into a Military Exchange car sales. Although Cpl Mason was extremely interested in the purchase of a new car the reality was that his back account did not reflect a balance that would be enough to make such a purchase. Regardless of that situation Cpl Mason decided...
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...Culture, gender, personality and communication COMM 101 Culture, gender, personality and communication Interpersonal communication is a topic that is accepted differently by different people and depends on the contest of the communication. To manage intercultural interaction effectively, speakers need to be aware of the inherent norms of their own speech practices, the ways in which norms vary depending on situational factors and the ways in which speakers from other language backgrounds may have different expectations of language usage and behavior (Duran & Shepherd, 2009, p. 147). Communication in many cases can be misinterpreted due to different cultures, even different skin color or different nationality. There is a little hint of discrimination among the people when meet a person from different nationality and talk with accent. I personally witnessed this discrimination. The first impression is that if you do not understand something, and ask the person to repeat the question, the question will be repeated in a louder voice. The other impression that I have with culture was when someone unknowing my culture just assume that you are coming from the world that is the enemy of the United States (US). I’m born and raised in Bulgaria, this is one of the post-communist countries, I was in US when 9/11 happened and I was at work that day. We all were watching the news when one of my coworker asked me:...
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...Communication and Personality in Negotiation The following discourse will offer an illustration of how communication and personality play a key role in negotiations. The discussion will center on one’s testimony surrounding their interview process to transition into a more desirable career opportunity with a targeted new employer. In this dialogue, the reader will be able to determine that communication and personality of the interviewee helped to position them to receive an initial offer, negotiate to make a, and accept a new win-win proposal. Inspiration of Goals About 10 years ago after employed for approximately two years with a leading financial institution in their retail credit card division, a customer service supervisor sought to establish a new career path. The first order of business after months of deliberation became his setting of some specific career objectives. The results produced four goals: higher compensation, job growth/opportunity for advancement, stability, and better working conditions. Prior to his current employer, he previously earned $15k more. Because of a corporate reorganization and his brief tenure compared to his peers who had on average 10-plus, he became first out because he was last in. His background work experience also incorporated his managing a mid-sized call center of 63 associates with five supervisors as direct reports. As a manager, his position offered favorable growth and exciting challenge because it involved the startup of...
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...Personality and Communication during Negotiations Larry A. LaPine MGT445 January 23, 2013 Timothy A. Fiscus Personality and Communication during Negotiations There are an unbelievable amount of demands on today's businesses. The increase in globalization, brisk changes in technology, increased competition, and deep environmental concerns have created organizational challenges as well as innovative ideas in working assignments. Within today’s high performance businesses there is a call for, and opportunity for advanced negotiation skills to play a decisive part in allowing an organization to navigate through its constant changes. Businesses use negotiation to promote current products as well as new offerings so interested consumers will spend money with their company. Negotiation is about the strategies and tactics used to identify and cultivate the marketplace for products or services. In many organizations, negotiation is the single most important concern when it comes to running a successful business. Automobile dealerships in the United States have a tendency to have their own culture. The leaders who have built these traditions know that in order to succeed, they must eagerly seek out talented negotiators. When the involved parties work together they empower others around them to follow suit and a culture of diversity is nurtured where each team member achieves personal rewards and helps to reach the goals of the organization. Thomason Automotive Group Consumer...
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...Communication and Collaboration: Learning Styles and Personality Types Communication and Collaboration: Learning Styles and Personality Types Learning how to communicate with others can be difficult at times, but if one learns what each person needs to do in order to succeed and knows one’s self, then working with these different individuals can be an extremely enlightening experience. The most important factors in this process are learning each person’s learning styles and personality traits. Knowing Yourself Learning Styles “When you understand how you learn, you can make more active and effective decisions about how to choose study strategies and pursue learning goals” (Carter, Bishop & Kravits, 2007). In the Pathways to Learning worksheet, developed by Joyce Bishop, Ph.D. and based upon Howard Gardener’s Frames of Mind: The Theory of Multiple Intelligence, Gardener shows that there are many different learning styles and with each learning style come strengths and weaknesses for each individual. These learning styles consist of “Verbal/Linguistic, Musical/Rhythmic, Logical/Mathematical, Visual/Spatial, Bodily/Kinesthetic, Intrapersonal, Interpersonal, and Naturalistic” (Carter et al, 2007). Every individual fits under a certain category and sometimes more than one. That is why it is sometimes frustrating to find effective studying techniques and can be difficult to harness in a setting with multiple people. After taking this assessment I learned that I have three strong...
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...Communication and Personality in Negotiation: Cyber-Bulling Paper Name MGT/445 Organizational Negotiations University of Phoenix Date Instructor Communication and Personality in Negotiation: Cyber-Bulling Paper Bullying has been a part of student’s life since the beginning of time and has evolved with each passing generation unfortunately. When I was student in grade school bullying consisted of spreading rumors, not allowing certain people in your cliques, teasing, getting groups of people to attack a student, threats and hitting. Since this type of bullying was done in person it was more visual and adults were able to intervene in most cases. With the introduction of the internet bullying has escalated to a whole new level. Now students are able to Cyber bully other students and being limitless while doing so. Cyber-Bullying “is defined as an individual or group willingly using information and communication involving electronic technologies to facilitate deliberate and repeated harassment or threat to another individual or group by sending or posting cruel text and/or graphics using technological means” (Mason 2008). Cyber-Bullying has been slowly creeping its way into our children lives. Cyber-Bullying has become a regrettable part of school for students across the world. It can go unseen by adults, unreported by the students/victims and sadly unresolved. Nowadays, bullies are able to prey on their victims via social networking websites, blogs, cell...
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...Personality and Communication in Negotiations BUS / 445 September 1, 2014 Professor Kerri Buie Negotiating the Purchase of Our Home Negotiations are constant in life and happen to anyone who interacts with other people every day. Everything from how to a project at work is handled to negotiating the chores with your spouse is handled by negotiation. Whether we are aware of this happening or not, it is a significant part of how we interact with almost everyone. With the amount of time we spend negotiating it is surprising on how little time we spend analyzing and perfecting our negotiating skills. Communication and personality are key components of any negotiation and will be the keys in a successful outcome for everyone involved. I recently was involved in intense and long term negotiations in the fall when I purchased my first house. The Personalities In the beginning phases, all of the parties that would take part in the negotiation were acquainted by various means. The real estate agent that we chose was a friend of one of my wife’s work colleagues. His wife was a mortgage broker that was to assist us with the acquisition of our loan and the eventual purchase of our home. Throughout the process, however, we switched mortgage brokers due to a colleague of mine recommending a broker who turned out to be able to acquire a better rate. The other side of the negotiation included the real estate broker for the seller...
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